Strategic Account Manager at Articulate

Remote

Strategic Account Manager

Anywhere in US

Sales

Full-time

Articulate is looking for a highly motivated, experienced, and successful strategic account manager to grow Articulate’s customer base. As a consummate rainmaker, you’ll be responsible for developing and executing strategies for dramatically expanding seat counts in existing Articulate accounts as well as acquiring new customers.

The ideal candidate for this position has a proven track record closing five-to-six-figure SaaS deals in large, complex enterprises. You’ll be responsible for navigating these organizations to find and build relationships with key decision-makers; locate and work new opportunities within accounts; create consensus among a wide range of learning and development, procurement, legal, and IT constituents; and ultimately, expand Articulate’s presence in these enterprises significantly.

You must be highly self-motivated, skilled at countering and overcoming objections, and extremely adept at creating opportunities, making cold calls, and building trusting relationships.

In this role you will:

  • Mine the Articulate database for underpenetrated accounts with extremely large expansion potential
  • Develop and execute strategies to grow Articulate 360 seat count within large, multinational companies
  • Develop and execute strategies for acquiring net-new customers among large, multinational companies
  • Build relationships using remote-based communications (phone, video conferences, email)
  • Communicate the value proposition of Articulate products, overcoming objections and beating out competitors
  • Host customized web demos that showcase Articulate product benefits that solve customer problems
  • Work with internal Articulate teams to define additional resources needed during the sales cycle
  • Share winning sales strategies and tactics with our sales enablement manager to train other team members on rainmaker approaches
  • Share objections and roadblocks that can’t be overcome with key executives
  • Create and manage an opportunity pipeline towards new sales wins
  • Be accountable for sales results

Your ideal skills and expertise:

  • Bachelor’s degree or equivalent experience
  • 5+ years of exceptional sales success in a rainmaker role
  • Success selling SaaS products into complex, large, enterprise accounts
  • Experience and success with team selling
  • Highly adept at navigating complex organizations and building relationships
  • Self-motivated, with the ability to work individually and in a team environment
  • Knowledge of third-party data sources and sales tactics to identify ideal prospects within accounts
  • Excellent communicator who enjoys prospect interactions
  • A can-do, tenacious winner who hates losing
  • Very self-motivated and self-directed
  • Challenger-based sales training and experience
  • Experience with Salesforce.com
  • Ability to negotiate nonstandard deals
  • Highly competitive, while also ethical and kind
  • Knowledge of the e-learning industry a plus

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